There are two ways to look at an outlay of funds. It can be classified as an expense, which is when you spend money on something and get nothing back, or it can be classified as an investment, which is when you spend money and get a return that is equal or greater than the initial amount you put out. Presentation folders definitely fall into the second category. On your balance sheet they might be listed as an expense, one that you can deduct, but the reality is that they are an investment. The return you’ll get from a single custom presentation folder will be far more than what you pay for it.
What is the profit margin for your average sale? An order of one hundred standard printed pocket folders will cost you $399. How many sales do you need to make to cover that? For many companies, that’s a single new client, assuming the client is going to buy in bulk or do business with you on a regular basis. That means that the first folder to close a deal pays for all the rest. Do you think that your salespeople will only get one sale in one hundred presentations? If that’s the case, you need a new salesperson. A one percent close rate is unacceptable in any industry.
Let’s look at another scenario. You can purchase 500 side pocket folders for $965, under $2.00 per folder. Assuming the profit margin number is the same here as it was in the last paragraph; your salespeople now need to make 2.5 sales to cover that expense. The close rate goes from one percent to one half of one percent. Do you feel that pocket folder printing is still an expense, or are you beginning to see it as an investment? The numbers don’t lie. If the presentation folders we produce for you are instrumental in closing the sale, you are going to make a profit on them.
How much of a difference does a custom presentation folder make? Statistically, your salespeople should be able to double their close rate if they provide each prospect with a folder containing comprehensive, attractive printed information about your products and services. If that material is in a custom folder with your name and logo on it, their close rate will go even higher. It’s all about branding and the appearance of legitimacy. Price is an issue too, but in today’s information age credibility is more important. That’s what a printed presentation folder gives you, that and a return on your investment.